• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. • Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. • Ensure customer satisfaction as it pertains to supply chain management and other value added services. • Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow.

• Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth. • Proactively manage and grow existing accounts, identifying opportunities to expand the use of Symantec and Carbon Black solutions. • Develop a thorough understanding of each client’s business objectives, security needs, and technical challenges. • Collaborate closely with clients to implement tailored cybersecurity strategies that leverage the full Symantec and Carbon Black portfolios. • Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle. • Drive the adoption of Symantec and Carbon Black solutions, ensuring clients fully realize the value of the cybersecurity products. • Work with clients to identify gaps in their security architecture and propose solutions that align with their long-term business goals. • Collaborate with technical teams to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities of Symantec and Carbon Black. • Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client’s environment. • Meet and exceed revenue retention and growth targets by identifying upsell and cross-sell opportunities within your assigned accounts. • Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals. • Identify risks to account health and work proactively to mitigate client churn, securing long-term partnerships. • Participate in quarterly business reviews (QBRs) with clients, providing insights on the performance of solutions and offering recommendations for optimization. • Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met. • Act as a client advocate within Arrow, providing feedback to product management and development teams to drive product improvements. • Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote Symantec and Carbon Black products.

• Identify and develop new business opportunities throughout targeted markets • Build and maintain relationships with brand owners, packaging buyers, and commercial print customers • Manage the entire sales cycle from prospecting through closing and account growth • Work closely with estimating, customer service, and operations teams to ensure customer satisfaction • Develop strategic sales plans to expand market share • Represent the company at industry events and customer meetings • Maintain a strong pipeline of opportunities and consistently achieve sales goals

• Develop new business opportunities within the workers' compensation market • Build and maintain relationships with key decision-makers nationwide • Manage the sales process from prospecting through closing • Attend industry conferences, networking events, and client meetings • Maintain an active pipeline and achieve growth objectives • Partner with internal teams to deliver an exceptional client experience